WealthTech on Deck Quantifying Value, Rollovers and Retirement, and Connecting the Dots with Harry Bartle & Steve Zuschin
In this episode, Jack Sharry talks with LifeYield colleagues Harry Bartle and Steve Zuschin. Harry is the EVP of Enterprise Sales while Steve is the EVP of Enterprise Technology Adoption.
What should I do with my rollover? When should I take social security? As money in motion is underway, these questions become a high priority for retiring clientele. Leading the innovation arms at LifeYield, Harry and Steve unpack the solutions they’ve helped develop that allow advisors to better serve their retiring clients.
Steve, Harry, and Jack discuss why firms want to control the client and advisor experience, the importance of showing clients quantifiable benefits, and marrying planning with real-life results to optimize value.
“The first thing you have to do is listen to the client. What’s important? What’s important to them, right? And having great expectations around how much they’re going to be able to afford to spend and what their retirement income is going to look like is at front and center of most people’s minds as they approach retirement.” ~ Steve Zuschin
Main takeaways
- Firms want to control the client and advisor experience by building their own household technology that both the client and the advisor will experience. When the firm controls the user experience, it can then control user expectations.
- You have to be able to quantify value for your clients. Otherwise, clients have no understanding of whether their outcomes have improved.
- Individual decisions for clients, like those involving rollovers, can’t happen in a vacuum. When decisions aren’t personalized for each client, you’ll likely have unintended consequences.
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